{"id":113486,"date":"2018-03-11T10:40:57","date_gmt":"2018-03-11T10:40:57","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/antecedentes-y-consecuencias-del-uso-de-las-ntic-por-parte-de-los-vendedores\/"},"modified":"2018-03-11T10:40:57","modified_gmt":"2018-03-11T10:40:57","slug":"antecedentes-y-consecuencias-del-uso-de-las-ntic-por-parte-de-los-vendedores","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/murcia\/antecedentes-y-consecuencias-del-uso-de-las-ntic-por-parte-de-los-vendedores\/","title":{"rendered":"Antecedentes y consecuencias del uso de las ntic por parte de los vendedores."},"content":{"rendered":"<h2>Tesis doctoral de <strong> Mar\u00eda  Rocio Rodriguez Herrera <\/strong><\/h2>\n<p>Resumen  la evoluci\u00f3n tecnol\u00f3gica ha permitido que el uso de la tecnolog\u00eda se haya convertido en una herramienta fundamental para la fuerza de ventas. En esta investigaci\u00f3n estudiamos diversos antecedentes del entorno, organizacionales y personales que afectan al uso de las nuevas tecnolog\u00edas de la informaci\u00f3n y las comunicaciones (ntic) por parte del vendedor y c\u00f3mo este uso influye tanto en los resultados para la organizaci\u00f3n (como el rendimiento), como en las variables propias del vendedor (como el conflicto de rol). Utilizamos ecuaciones estructurales sobre una muestra de 265 vendedores a nivel nacional que apoyan las hip\u00f3tesis de que un mayor dinamismo tecnol\u00f3gico del entorno, el soporte t\u00e9cnico al usuario, la motivaci\u00f3n intr\u00ednseca y la actitud hacia las ntic afectan positivamente al uso de las ntic. Asimismo, el uso del hardware tiene un mayor n\u00famero de consecuencias positivas en comparaci\u00f3n al uso del software, lo que representa importantes implicaciones gerenciales y acad\u00e9micas.  palabras clave:  vendedores, tecnolog\u00edas de la informaci\u00f3n y las comunicaciones, antecedentes organizacionales, personales, del entorno, consecuencias espec\u00edficas para el vendedor, resultados organizacionales.  abstract  technological developments implies that the use of technology has become an essential tool for the sales force. In this research we examine the influence of several environmental, organizational and personal antecedents on the use of new information and communication technologies (icts) by the sales force, and how this use affects both the organizational variables (such as sales performance) and salesperson&apos;s variables (such as role conflict). We used a structural equation model on a national sample of 265 salespeople that support the hypotheses that technological dynamism of the environment, the user support, intrinsic motivation and attitude towards icts positively affect the use of icts. Also, the use of hardware has a greater number of positive consequences as compared to the use of the software by the salespeople, which provides important managerial and academic implications.  key words:   sellers, information technology and communications, organizational, personal, environmental antecedents, specific consequences for the seller, organizational results.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>Antecedentes y consecuencias del uso de las ntic por parte de los vendedores.<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 Antecedentes y consecuencias del uso de las ntic por parte de los vendedores. <\/li>\n<li><strong>Autor:<\/strong>\u00a0 Mar\u00eda  Rocio Rodriguez Herrera <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Murcia<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 30\/11\/2012<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Direcci\u00f3n y tribunal<\/h3>\n<ul>\n<li><strong>Director de la tesis<\/strong>\n<ul>\n<li>Sergio Roman Nicolas<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: Jos\u00e9 Luis Munuera alem\u00e1n <\/li>\n<li>Jos\u00e9 Antonio Varela gonzalez (vocal)<\/li>\n<li>\u00f3scar Gonz\u00e1lez benito (vocal)<\/li>\n<li>ines K\u00ed\u00bcster boluda (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Mar\u00eda Rocio Rodriguez Herrera Resumen la evoluci\u00f3n tecnol\u00f3gica ha permitido que el uso de la tecnolog\u00eda se [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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